I have been in sales for the entirety of my career, a career heavily dependent on effective communication skills. Having to be reliant on those skills, I felt it pertinent to study communication and the theories behind being an effective communicator. The program at Gonzaga seemed like the perfect fit for me, as it not only has a large emphasis on theoretical communication and the psychology associated with those communication theories but also includes a leadership component, which I deem necessary to be successful in my career.
 

When I first entered sales, I had little understanding of what it would take to succeed. I figured that if I had product knowledge and an extroverted personality, then I would be successful. This was not the case; in my first years, I struggled with some relationships. I had not understood the necessary pieces, such as relating to my audience, finding common ground, or even simply listening. I would enact the "show up and throw up" method, which completely overwhelms listeners and does not allow for a tailored approach to solving their specific issues. In addition, I was typically 20 years younger than my clients which added another level of insecurity; therefore, I would try to appear much more knowledgeable, even if I was not.
 

As my career progressed, I began to understand how I could hone certain social skills, deploy them, and receive positive results. One example would be to sit down and read the room simply. What do I see?  What is relatable to me?  How can I fit into this person's persona? Once I would find that relatable source, I would bring the conversation to this topic. To some, this may seem manipulative, but for me, I was simply finding common ground as a precursor to building a relationship outside of business.  
 

Building these relationships is critical, as my business is about relationships.  The insurance product I sell is a product that my customers are forced to use on almost every transaction and while they must use the product, they do not have to purchase from me or my company, as they have five other options. My goal is to build a relationship deep enough that they will turn to me every time, regardless of price. To overcome price, I must not only have a relationship but also be viewed as dependable, trustworthy, and empathetic, which are all facets of ethos, pathos, and logos; the main three facets of Aristotle's communication theory of Rhetoric. 
 

Now 20 years later, I am still a student of communication, but finally in a traditional sense. Much of my course work thus far demonstrates the practices I have deployed over the years and grounds them in theory. While some theories I would not use, others I would use, and I have already used without knowing. Take rhetoric above or the theory of symbolic interactionism, which looks beyond language use during social interaction and includes gestures to anticipate how the other person will react. I am constantly evaluating my client's nonverbal cues in addition to the verbal, to then evaluate my next response and ensure a positive outcome.  
 

The degree itself may not have an impact on my current role, but the content and knowledge will help me navigate challenging conversations and relationships, both internally and externally. While I cannot see the future, I realize the importance of improving my communication skills and having the awareness of these skills to be the best communicator I can be. Furthermore, the coursework around presentation skills will also benefit me, especially if I can move upward in roles. My journey to earning this degree took me a couple of decades, and soul searching, but I am here now and excited by each class I take and the knowledge I gain.
 

Reference
Griffin, E., Ledbetter, A., & Sparks G. (2015). A First look at Communication Theory. McGraw-Hill Education.
Wikimedia Foundation. (2022, April 28). Ethos. Wikipedia. Retrieved May 29, 2022, from https://www.wikipedia.org/